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Job Information

BD (Becton, Dickinson and Company) Deputy Manager, Distribution Management in Gurgaon, India

Job Description Summary

 Background in FMCG/Telecom industry with 4-6 years of experience in Sales & Distribution, Channel and Category Development – preferably mix of field based role & strategy based role

 Experience in successfully developing and implementing channel strategy/ or increased sales and productivity through tactical interventions

 Experience in distributor management – appointment, operations, ROI management, performance evaluation, off boarding

 Ability to work on data from multiple sources – Analysis and Insights for improvement in sales efficiency and efficacy

 Project management skills – have handled and completed (from planning to execution to presentation of findings) projects

 Managed and implemented trade meets

 Process driven to ensure zero non-compliance of processes and necessary documentation

 Experience in working with multiple stakeholders

 Good communication & presentation skills to coordinate with internal & external stakeholders

 Experience in MIS management and dashboarding (Sales, Finance, Regional teams)

Job Description

Principal Responsibilities

The role is responsible for supporting DM through SCM Function:

  • Responsible for managing the Distributor Life Cycle including: Channel Design, Distributor Selection, Distributor On-Boarding, Distributor Performance Management Process, Channel Support and Execution, Annual Performance and Contract Review, Off-Boarding.

  • Routinely analyse distributor performance by means of dashboards using critical metrics such as targets, primary, secondary, inventory, billing pattern, billing to end customer. This will include reporting progress, challenges and improvement recommendations to the management

  • Partnering with sales teams to develop and propose channel strategy/distribution roadmap for efficient channel partner network – by analysing market potential, distributor performance, evaluation of need to super stockiest, distributor and sub stockiest

  • Come up with recommendation, innovative ideas and better ways to increase distribution efficiency and remove inefficiencies

  • Develop and roll out Distributor Performance Management Program (DPMP) by finalising parameters with Business, cascade to channel partners, periodic evaluation, report out and reward/recognition

  • Coordinate with stakeholders and anchor annual distributor meets, newsletters, and other distributor engagement projects

  • Liaise with stakeholders to ensure timely completion of projects related to distributors – warehouse gap assessment, regional projects, etc

  • Ensure sustenance of channel governance and compliance on distributor base – by means of keeping track of agreements, F&F letters, and other statutory documents

  • For off boarded distributors, ensure blocking in SAP, ensure all closure approvals and documents are in place by maintaining tracking and control reports

  • Coordinate with Sales and Commercial managers on need basis for adherence of above tasks, and escalate to DM for non-adherence.

Specific Knowledge/Experiences

  • Strong skills in working with data and analytics in MS Excel (Knowledge of macro will be an added advantage)

  • Knowledge of MS PowerPoint

  • Knowledge of Power BI, ECC

  • Knowledge of R, Python would be an added advantage

Soft Skills/Behavioral Competencies

  • Data analytics and insights driven conversation with stakeholders

  • Result orientation

  • Problem solving

  • Project Management

  • Good interpersonal skills

  • Team work

Technical Skills

  • Strong skills in working with data and analytics in MS Excel (Knowledge of macro will be an added advantage)

  • Knowledge of sales and distribution process

  • Business Acumen

  • Customer centricity/focus

  • Stakeholder management

Stakeholders (Internal & External)


  • Channel Partners like Distributors, Direct Customers

  • External event management agencies

  • Consulting organisations


  • Business and Sales team

  • Regional Commercial team

  • Legal team

  • Quality team

  • Ethics & Compliance team

  • Procurement team

  • IT team

Critical Challenges

  • Change management

  • Maintaining governance level across all domains of distribution management

  • Coordinating with multiple internal and external stakeholders


  • Post Graduate (MBA/PGDM) from reputed institute

Primary Work Location

IND Gurgaon - Signature Towers B

Additional Locations

Work Shift

BD is a leading global medical technology company that creates medical technology, devices and laboratory equipment for a variety of needs across the healthcare continuum. At BD, we are looking for candidates who possess passion, innovative solutions and a commitment to our one mission of improving access to groundbreaking medical and biotechnology services for people near and far, delivering state-of-the-art technology and cutting-edge research in the battle to fight and cure infectious diseases. With a global reach that extends across 50 countries worldwide, our network of professionals collaborates on effective measures to deliver enhanced patient quality such as lower health care delivery costs, improved health care and safety, and expanded health care for all. Join our company and see how you can become a part of one global mission to make a difference in human health.

Becton, Dickinson and Company is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, or any other protected status.

All applicants should complete the on-line application process. BD is committed to working with and providing reasonable accommodations to individuals with disabilities. If you require assistance or an accommodation because of a disability to participate in the application process, please call 855-BD-HELPS (855-234-3577) or email